Account Executive

Company Description

At Zayo Europe, we’re driven by a bold vision to power the world through connectivity. We’ve built and operated the critical fibre networks that keep businesses, communities, and economies connected. In 2024, we embarked on an exciting new chapter as a standalone company — a milestone that empowers us to innovate, grow, and lead with greater agility. As we continue to evolve, our mission remains clear: to deliver fast, reliable, and scalable infrastructure that fuels the digital world.

The Account Executive is responsible for driving revenue growth and protecting recurring revenue across an assigned portfolio of target accounts and new business prospects. You will manage the entire commercial lifecycle end-to-end—from discovery, pipeline qualification, and solution design to commercial negotiation, deal closing, and contract renewal.

Operating in a fast-paced, autonomous environment, you will act as a consultative advisor to customer accounts. You will achieve sales bookings quotas and base retention targets through disciplined sales execution, consistent customer engagement, and rigorous deal qualification across Zayo’s European and global digital infrastructure portfolio.

Key Responsibilities & Deliverables

Revenue Generation & Quota Attainment: Consistently achieve monthly, quarterly, and annual sales bookings targets by promoting Zayo’s core digital infrastructure products (Fibre Networks, Wavelengths, Ethernet, IP Services, and Data Centre Connectivity).

Pipeline Generation & Prospecting: Proactively identify, qualify, and develop new sales opportunities within assigned accounts and target prospect lists to maintain a robust, high-converting pipeline.

Account Strategy & Stakeholder Engagement: Develop and execute strategic account plans. Multi-thread across customer organisations to build trusted commercial relationships with procurement, technical leaders, and executive decision-makers.

Base Retention & Churn Mitigation: Protect and grow existing account revenue by managing upcoming contract renewals, negotiating term extensions, and cross-selling/upselling additional capacity and services.

High-Activity Execution & Responsiveness: Drive a consistent meeting cadence, handle commercial and technical inquiries rapidly, and lead formal RFP and quote responses.

Deal Qualification & Strategy: Apply rigorous deal qualification to every opportunity—evaluating project urgency, decision-making criteria, competitive landscape, and commercial viability.

Pipeline Hygiene & Forecasting: Maintain accurate records within Salesforce and sales engagement platforms. Track opportunities, contacts, and deal stages to deliver dependable weekly commitments and monthly revenue forecasts.

Cross-Functional Collaboration: Partner closely with Sales Engineering, Solutions Architecture, Pricing, Legal, and Service Delivery teams to design winning commercial solutions and ensure smooth post-sale implementation.

Required Experience & Capabilities

Commercial Experience: 1–3 years of B2B sales, account management, or business development experience, with a track record of meeting or exceeding activity and revenue targets.

Industry Understanding: Foundational understanding of telecommunications, network infrastructure, ISP services, cloud connectivity, or data centre ecosystems.

Autonomous Execution & Drive: Highly self-motivated, organized, and capable of prioritizing high volumes of work with minimal supervision.

Communication & Presentation Skills: Clear, confident verbal and written communication; comfortable pitching technical solutions and commercial proposals to commercial and technical buyers.

Commercial Acumen: Ability to qualify deal mechanics, understand margin and pricing trade-offs, and negotiate contracts effectively.

Technical Aptitude: Proficiency in CRM and sales execution tools (Salesforce experience a strong plus) alongside Microsoft Office / Google Workspace.

Mobility: Willingness to travel for client meetings, site visits, and industry events as required.

Rewards

• •Competitive compensation including sales incentive plan
• •Hybrid working
• •Excellent benefits including health, disability and life insurance
• •Pension with higher employer contributions up to 8%
• •Retail and fitness membership discounts
• •Generous paid time off policy including enhanced paid parental leave, 25 days paid time off, one floating day and two volunteer days off per annum
• •Employee assistance programs including mental health, wellbeing and medical support

Zayo Europe provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, ethnic or national origin, disability status, genetics, military service status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, redundancy, transfer, leaves of absence, compensation and training.